NG Bailey
FRP Business Development Manager
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About Us
ECS Engineering Services Ltd, a leading force in the engineering sector known for our commitment to excellence and innovation. At ECS, we specialise in delivering a wide range of engineering solutions, from complex infrastructure projects to precision manufacturing, with a focus on quality, safety, and sustainability.
Our team is at the heart of everything we do. We believe in fostering a collaborative and supportive environment where every employee has the opportunity to grow and make a meaningful impact. Whether you’re a seasoned professional or just starting your career, ECS offers a dynamic workplace where your skills and ideas are valued.
At ECS, you’ll find a place where you can truly thrive, working on exciting projects that make a difference and share in our dedication to excellence and innovation. We look forward to welcoming new team members to our “built to last” business.
Job Purpose
The purpose of this role is to establish and develop the commercial market for ECS’s FRP offering, initially selling products manufactured by our technology partner in the Netherlands. The successful candidate will build a sufficiently strong and sustainable order pipeline to support ECS’s longer-term objective of establishing a UK manufacturing facility.
Roles & Responsibilities
Market Development
- Develop and implement the UK business-development plan for ECS’s flat-panel FRP products.
- Identify and prioritise the markets in which the product offers the strongest technical and commercial advantage.
- Establish a clear understanding of market size, customer requirements, competing products, procurement routes, and barriers to entry.
- Build a structured pipeline capable of supporting the future establishment of a UK manufacturing facility.
- Provide evidence-based recommendations on when market demand and secured workload justify investment in UK production.
- Maintain awareness of market developments, infrastructure programmes, regulatory changes, and emerging applications for FRP.
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Target Sectors and Applications
- Develop opportunities across relevant markets, including:
- Flood and water-management infrastructure.
- Lock, canal, and navigation gates.
- Penstocks, stoplogs, and isolation structures.
- Coastal and marine environments.
- Ports, docks, and harbours.
Customer Development
- Establish relationships with asset owners, consultants, designers, Tier 1 contractors, framework partners, and specialist infrastructure operators.
- Build engagement with technical specifiers and designers at the earliest possible stage.
- Present the FRP proposition to customers through meetings, technical workshops, demonstrations, and industry events.
- Develop relationships at operational, engineering, procurement, and senior decision-making levels.
Technical and Specification Sales
- Understand and communicate the technical benefits of flat-panel FRP products, including corrosion resistance, reduced weight, durability, installation efficiency, and whole-life maintenance benefits.
- Work with the Dutch manufacturing partner and ECS’s technical teams to develop appropriate solutions.
- Support customers and consultants in developing specifications that recognise the benefits of the licensed system.
Sales and Commercial Management
- Manage opportunities from initial enquiry through qualification, proposal, negotiation, and order.
- Prepare and maintain account plans for priority customers and sectors.
- Develop annual order intake, revenue, gross-margin, and pipeline targets with the Pre-Contract Director.
- Ensure that opportunities meet ECS’s agreed strategic, commercial, and margin requirements.
- Work with estimating and technical colleagues to prepare accurate and compelling proposals.
- Establish clear scope boundaries, assumptions, exclusions, and delivery responsibilities.
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Partner Management
- Act as the principal commercial link between ECS and the Dutch technology and manufacturing partner.
- Develop a thorough understanding of the partner’s product range, design parameters, manufacturing process, and delivery capability.
UK Manufacturing Business Case
- Monitor secured orders, weighted pipeline, market demand, and future workload.
- Establish the volume, product mix, and timing required to support UK manufacture.
- Contribute to the commercial business case for the manufacturing facility, including:
- Market size and realistic addressable demand.
Skills & Experience
- Proven business-development or technical-sales experience within engineering, infrastructure, water, environmental, composites, construction products, or a comparable technical sector.
- A demonstrable record of developing new markets or introducing a new technical product.
- Experience of complex, consultative sales involving multiple technical and commercial stakeholders.
- Experience of building and managing a medium to long-term opportunity pipeline.
- Ability to understand and communicate technical product information credibly.
- Commercial experience covering pricing, margin, proposal preparation, and contract negotiation.
- Strong written and verbal communication skills.
- Competence in preparing and delivering customer presentations.
- Good working knowledge of Microsoft Office and CRM or sales-pipeline systems.
- Full UK driving licence.
- The right to work in the UK.
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